| 1． Introduction | 第8-14页 |
| 1．1 Overall importance of negotiation art in International Bidding | 第8-9页 |
| 1．2 Supporting theories | 第9-13页 |
| 1．2．1 Register | 第9-10页 |
| 1．2．2 The cross-cultural theories of Hofstede and Bond | 第10-12页 |
| 1．2．3 Fisher and Ury's win-win strategy and breakthrough strategy | 第12-13页 |
| 1．3 An overview | 第13-14页 |
| 2． The Negotiation Art of International Bidding at the Textual Level | 第14-40页 |
| 2．1 Written and spoken expression in international bidding | 第14-17页 |
| 2．1．1 The relationship between written and spoken expression | 第14-15页 |
| 2．1．2 The differences between written and spoken expression | 第15-17页 |
| 2．2 Written expression in international bidding | 第17-25页 |
| 2．2．1 Using the right words | 第17-21页 |
| 2．2．2 Constructing businesslike sentence | 第21-25页 |
| 2．3 Spoken expression in international bidding | 第25-38页 |
| 2．3．1 Gaining more information | 第26-30页 |
| 2．3．2 Choosing accurate words | 第30-32页 |
| 2．3．3 Using tone to build goodwill | 第32-35页 |
| 2．3．4 Using language tools | 第35-38页 |
| 2．4 The interaction between the written text and the oral expression | 第38-40页 |
| 3． The Cross-cultural Issues of the Negotiation Art in International Bidding | 第40-56页 |
| 3．1 Cultural factors in international bidding negotiation | 第40-44页 |
| 3．1．1 Importance of cultural factors | 第40-42页 |
| 3．1．2 Cultural characteristics in the international bidding negotiation | 第42-44页 |
| 3．2 Negotiation Styles of suppliers from the 3 countries | 第44-49页 |
| 3．2．1 Negotiating with the American suppliers | 第45-46页 |
| 3．2．2 Negotiating with the German suppliers | 第46-48页 |
| 3．2．3 Negotiating with the Japanese suppliers | 第48-49页 |
| 3．3 Culturally-responsive negotiation | 第49-56页 |
| 3．3．1 Using familiarity strategies in international bidding negotiation | 第50-52页 |
| 3．3．2 Using local custom strategies in international bidding negotiation | 第52-56页 |
| 4． The Negotiation Art of International Bidding at the Experiential Level | 第56-76页 |
| 4．1 Win-win strategy in international bidding | 第56-60页 |
| 4．1．1 Win-win strategy | 第56页 |
| 4．1．2 Using the win-win strategy to negotiate material purchase for one international bidding project | 第56-59页 |
| 4．1．3 Power of win-win negotiation | 第59-60页 |
| 4．2 Negotiators' Tactics | 第60-68页 |
| 4．2．1 Maneuvers | 第60-65页 |
| 4．2．2 Ethical games bidders play | 第65-68页 |
| 4．3 Breakthrough Strategies in international bidding | 第68-76页 |
| 4．3．1 Breakthrough approach | 第68-69页 |
| 4．3．2 Applying the five-stage approach in international bidding negotiation | 第69-76页 |
| 5． Conclusion | 第76-78页 |
| 5．1 Summary | 第76-77页 |
| 5．2 Limitation of the argument | 第77-78页 |
| 6． References | 第78-80页 |
